Senior Director, National Accounts

A position at White Cap isn’t your ordinary job. You’ll work in an exciting and diverse environment, meet interesting people, and have a variety of career opportunities.

The White Cap family is committed to Building Trust on Every Job. We do this by being deeply knowledgeable, fully capable, and always dependable, and our associates are the driving force behind this commitment.

Responsible for leading large-account growth strategies that accelerate revenue, expand market share, and strengthen strategic customer relationships through trusted partnerships with customers, suppliers, contractors, and industry stakeholders. Proactively engages organizations pursuing large-scale data center and mission-critical projects, positioning White Cap as the preferred contracted supply partner for awarded builders and contractors. Aligns commercial and operational teams to ensure growth opportunities seamlessly progress from relationship development through project award and successful execution. Models White Cap’s TRUSTED values by fostering cross-functional collaboration, transparent communication, accountability, reliable execution, and service-oriented partnerships.

Major Tasks, Responsibilities and Key Accountabilities

• Develops and executes national account and business development strategies to accelerate profitable revenue growth, expand market share, and strengthen White Cap’s position with strategic customers and priority markets.

• Leads sales planning, forecasting, performance management, and strategic business reviews aligned with enterprise growth priorities.

• Leverages customer, market, competitive, and performance insights to identify emerging opportunities, prioritize investments and resources, and translate strategy into measurable commercial outcomes and business results.

• Builds executive-level relationships with customers, suppliers, contractors, and industry partners to drive long-term growth opportunities.

• Strengthens strategic partnerships that support customer retention, supplier alignment, and expanded business opportunities across national and strategic accounts.

• Leads White Cap’s strategic pursuit of large-scale data center opportunities by building relationships with developers, engineering firms, general contractors, specialty contractors, and other key project stakeholders.

• Engages early in the project lifecycle to identify and shape opportunities, understand project requirements, influence product and supplier alignment, and position White Cap as the preferred contracted supply partner.

• Maintains visibility to the data center project pipeline, translating market and project intelligence into coordinated pursuit strategies that increase win rates, expand share of wallet, and accelerate sustainable revenue growth.

• Manages and develops leaders and associates through clear expectations, performance accountability, coaching, and succession planning; promotes collaboration, integrity, transparency, dependable execution, and customer focus consistent with White Cap’s TRUSTED values.

• Leads cross-functional alignment across sales, operations, supply chain, pricing, digital, and other enterprise functions to translate commercial strategies into consistent customer execution.

• Establishes clear operating rhythms, performance measures, and accountability to strengthen pipeline conversion, productivity, and profitable growth; drives continuous improvement to remove execution barriers, improve customer experience, and increase sales effectiveness.

• Aligns organizational priorities, performance expectations, incentives, and resources across national accounts, inside sales, and business development teams to deliver enterprise growth objectives.

• Builds and sustains a high-performing, inclusive, and accountable culture that reinforces White Cap’s TRUSTED values; promotes innovative thinking, continuous learning, and adaptability to improve business outcomes; coaches, mentors, and develops leaders and associates to strengthen capability, engagement, performance, and succession readiness.

Nature and Scope

• Problems are complex and may be defined by higher level leadership. Solutions require high strategic level analysis and investigation.

• Drives strategy and methodology and serves as the subject-matter expert for policies and practices. Decides how to achieve planned results within an organization's plans, policies, and guidelines.

• Manages via multiple layers OR directly supervises a staff of professional individual contributors at the senior or technical advisor level. Directs budgetary responsibility at the enterprise level or for two or more businesses across the enterprise.

Work Environment

• Located in a comfortable indoor area. Any unpleasant conditions would be infrequent and not objectionable.

• Most of the time is spent sitting in a comfortable position and there is frequent opportunity to move about. On rare occasions there may be a need to move or lift light articles.

• Typically requires overnight travel 20% to 50% of the time.

Education and Experience

• Typically requires BS/BA in a related discipline. Generally, 9+ years of experience in a related field, including several years in a management/supervisory capacity.

Preferred Qualifications

• Bachelor’s degree in Business, Sales, Marketing, or a related field, or an equivalent combination of education and relevant professional experience.

• 10+ years of progressive commercial leadership experience, including national accounts, strategic sales, business development, and revenue growth management.

• Proven success driving significant revenue, profitability, market share, and customer growth within complex B2B, construction, or related markets.

• Demonstrated ability to build and leverage executive-level relationships with customers, suppliers, contractors, and strategic partners to develop and convert growth opportunities.

• Experience leading large, geographically dispersed organizations through multiple levels of leadership, creating alignment, accountability, and consistent execution across markets.

• Strong capabilities in strategic planning, business development, financial analysis, executive communication, negotiation, and complex commercial decision-making.

• Broad knowledge of commercial programs, procurement strategies, eCommerce, rebate solutions, safety and tool programs, and other customer value initiatives that drive share of wallet and long-term growth.

• Proven ability to provide enterprise-level strategic leadership, exercising independent judgment in customer strategy, resource allocation, market expansion, investment priorities, and cross-functional execution to create sustainable business value.

If you’re looking to play a role in building America, consider one of our open opportunities. We can’t wait to meet you.